B2B SaaS Lead Generation: 48 Qualified Meetings in 90 Days

A growth-stage B2B SaaS company ($8M ARR) partnered with Emporion Labs when founder-led outbound stalled and an agency test damaged deliverability. They needed 40+ qualified meetings in 90 days without hiring a full in-house SDR team.

Research & discovery

We audited ICP definition, CRM hygiene, historical conversion by segment, and meeting acceptance rates. Sales rejected 52% of prior agency meetings for poor fit — qualification was never aligned to MEDDIC fields.

Solution

Embedded AI GTM squad: Operators in Salesforce within 48 hours with daily reporting leadership verified.

ICP rebuild: 100-point scorecard; tier-1 accounts only after deliverability recovery.

Multi-channel execution: Email, LinkedIn, and call tasks with persona-specific proof and human QA on sends.

Qualification rubric: Sales-approved MEDDIC checklist before meetings marked held.

Results

• 48 held meetings with qualified buyers in 90 days
• $1.2M net-new pipeline in CRM stages 2+
• 34% positive reply rate on tier-1 segment after day 45
• Show rate improved from 61% to 79%

Conclusion

Treating lead generation as an AI-assisted system — ICP, channels, qualification, CRM accountability — beat one-off campaigns. The client expanded to appointment setting and n8n automation in month four.

“We finally had daily visibility into what shipped and how it tied to pipeline — not a monthly PDF of sends.”

FAQ — Case study